Working between European and Asian pharmaceutical markets
Much of our work involves companies on two sides of a border, each with a clear commercial interest and different assumptions about how business is done. Our role is to make that distance manageable.
Where we are most useful
European companies looking towards India and Asia, and Indian and Asian companies looking towards Europe, rarely fail for lack of interest. They fail on sequencing, expectations and access to the right person.
We work in both directions: identifying counterparties for a European company seeking supply, partners or products, and supporting Indian and Asian manufacturers who want to establish or expand a European commercial presence.
This is practical work — understanding what each side actually needs, whether the commercial logic holds, what a realistic timeline looks like, and where a discussion is likely to stall before it does.
We do not describe ourselves as global. We work in the markets we know, from Germany, and we say plainly when a market is outside our reach.
Where we are working, and what we are seeing
Select a region to read short, factual notes from our current work in that market, together with the markets covered and the type of mandate we typically hold there. Interchanges mark markets where European and Asian mandates most often meet.
- Northern & Eastern Europe
- Western Europe & Iberia
- DACH & core markets
- India, Middle East & Asia
Germany
Home market and usual reference position for European entry
- Markets covered
- Germany
- Typical mandates
- Market entry strategy · Distribution and licensing partners · Portfolio and pricing review · Transaction support
- Notes on file
- 3 entries
- August 2026Market entry
Distribution structures under review
Several clients are reassessing existing German arrangements, focusing on channel coverage rather than price alone.
Reviews typically look at three points: actual pharmacy and hospital reach, reporting quality, and whether the current partner has capacity for additional products.
- March 2026Partnerships
Partnership models preferred over own-entity setups
Non-European manufacturers entering Germany increasingly choose a partner-led route for the first three to five years.
The cost of an own entity is rarely the deciding factor; the deciding factor is time to a first commercial position.
- October 2025Sourcing
Buyers actively broadening supplier base
German buyers continue to add qualified suppliers outside their established base, with a clear focus on documentation quality.
The network we work through
We are a small firm and work with a defined set of long-standing partners rather than a broad panel. In any transaction we represent one side only — either the buyer or the seller, never both — and the network is engaged on behalf of that side. Select a node to see the role that group plays in a mandate and what has changed recently in that part of the network. Individual counterparties are not named for confidentiality reasons.
- Manufacturing & supply
- Commercial & distribution
- Regulatory & quality
- Legal, tax & transaction advisory
DACH distribution partners
Distributors and licensees through which portfolios enter the German-speaking markets, including pharmacy and hospital channels.
- Based in
- Germany, Austria, Switzerland
- Working together
- Ongoing
- Typical scope
- Distribution agreements · In-licensing · Channel coverage reviews
- August 2026Distribution
Channel coverage reviewed before new products are added
Partners now expect a coverage and capacity review before taking on additional products, rather than after signature.
- March 2026Commercial
Staged territory rights becoming the norm
Limited portfolio first, wider rights on performance — the structure most often accepted on both sides.
What crossing a market usually requires
A defined commercial question
Which product, territory, channel or capability is actually at stake, and what would a successful outcome look like commercially.
The right counterparties
A short list of companies with genuine interest and the standing to act, rather than a broad market survey.
Discussions that hold
Preparation on both sides, realistic expectations on price, timing and obligations, and continuity between meetings.
Two markets, two sets of assumptions
Differences in decision-making, documentation, negotiation pace and follow-up are ordinary features of cross-border business, not obstacles. They become problems only when neither side names them.
We stay involved after the introduction: clarifying what has been agreed, keeping momentum between meetings, and translating commercial intent into terms both parties recognise.
Discussing a specific project or market
If you are considering a partnership, a new market or a business development initiative, we are glad to have an initial, confidential conversation about whether we are the right counterpart for it.